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Technology Sales

4 months ago

Ottawa, Canada IBM Full time

**Introduction**
As a Partner Technical Specialist your mission is to influence Partner technical strategy to include IBM's Technology vs competition, working to both incorporate and embed IBM's technology portfolio into Partner's reference architectures, practices, and solutions. As a technical seller with deep skills in your assigned Brand, you increase Partner technical capabilities by enabling their sales and technical sellers to demonstrate and conduct POC of IBM Technology at scale with their clients. A Partner Technical Specialist will cover the Ecosystem Build Motions, market opportunity, and/or Partner growth opportunity with the goal of growing the capability and capacity of the overall Ecosystem.

**Your Role and Responsibilities**
The Brand Partner Specialist (BPS) will manage the IBM Software Ecosystem Sales in the Canadian Publics Sector Market and support our Data&AI, Automation, Sustainability and Security Software brands. Responsibilities include, driving face to face account Business Partner account strategy and sales plays, coordinate the Brand Sales Specialist teams and business partner to drive new workload and product sales and develop deep Business Partner relationships and opportunity identification across his/her territory. The BPS work with business partners to co-creates business growth plans gaining C-Level support of joint growth initiatives. Accelerates partners go to market execution by coordinating IBM sales and technical resources across territory. Augments partner engagements with IBM’s breadth of capabilities to co-create solutions (e.g., Hybrid Cloud Build Team, Customer Success Managers, Expert Labs, Technical Sellers, Marketing)
- Responsible for driving revenue through assigned business partner in their assigned brand\\
- Identify leads and pass those leads to partners who will progress and close the deal
- Run brand sales play with business partner to drive new business partner opportunity creation
- Collaborate with other regional Brand Sales Specialist and Technology Sales Specialist to exchange leads

Role and Responsibilities:

- Account planning and stakeholder management
- Develop partner territory plan (plan on a page) to identify strategic growth areas, revenue objectives, milestones, and requirements to establish objectives and measures of success with partners including required skills development and partner go-to-market enablement
- Co-create business development plans with partners gaining C-Level support (IBM / Partner), aligned to growth initiatives
- Activate partners business development plans by engaging local IBM country/market sales teams and aligning with local sellers within the Partner firm
- Assess progress against partner strategy and joint business development plans quarterly with country Ecosystem leader
- Sales Execution and cross IBM engagement
- Connects partner and IBM sellers in territory and markets serviced by the partner to facilitate local execution of prospecting and lead passing
- Engages directly with partners and clients in support of high value engagements and opportunities
- Proactively augments Partner and Client engagements with IBM's breadth of technical capabilities to co-create solutions (e.g., Hybrid Cloud Build Team, Customer Success Managers, Technical Sellers, Marketing support)
- Leverage IBM programs to sponsor demand generation, prospecting, or solution co-creation (e.g., Co-Marketing, Cloud Engagement Funds, etc.)
- Supports the Partner has a Trusted Advisor

**Required Technical and Professional Expertise**
- Skilled in consultative selling, with an understanding of the client’s needs and IBM capabilities
- Demonstrated level of business acumen as it applies to the client’s business
- Commercially minded and capable of supporting end-to-end sales engagements with the ability to think, plan and act strategically
- Entrepreneurial, Innovative, Growth Mindset
- Extensive networking and interpersonal skills in complex environments
- Ecosystem Sales expertise
- Public Sector sales experience
- Excellent communication skills
- Must be able to multitask and handle multiple projects at any given time
- Knowledge of systems portfolio
- ISC(Atlas) skills are required
- Excellent presentation skills
- Strong negotiation skills

**Preferred Technical and Professional Expertise**
- Bachelor’s Degree in Information Technology or related program
- Minimum of 5-8 years previous experience in a Technical Sales/Solution Consultant/System Engineer role.
- Experience in IBM Software Solutions
- Proven demonstrated skill and experience with a breadth of Data & AI technologies including two or more of the following: RedHat OpenShift, Kubernetes, Python, R, BI/Analytics tools, Data Visualization, Conversational AI, Machine Learning, Hadoop/Spark, Data Virtualization, dB2, MongoDB, Postgres, Hybrid Cloud and Public Cloud.
- Ability to understand business problems, design and articulate a corresponding solution based on IBM softw